Teach me your ways of selling cars oh wise one. no seriously send me a pm.
I actually can't PM... : /
I sent a friend a msg about another site and got banned from PMing people on RIU... : /
About selling cars; Follow this process!
Greeting (60 seconds)
Interview and fact finding questions (15 mins)
Demonstration of vehicle (However long it takes, make sure you're excited and have some stuff to say about your vehicles, KNOW YOUR INVENTORY!! Don't throw them the keys and wave goodbye, drive the car for them, point out things like the quietness and handling, you can take in more as a passenger. Once you've demonstrated the vehicle for them, then let them drive!)
Closing (Ask them to buy the car, also I use what's called 'trial closes', e.g. "Are we on the same page", "Am I close to getting a sale", etc.,..
Negotiation (Never make the first offer, and never accept the first offer)
Delivery (Go over the manual, highlight important info in the manual; I use post-its! Go over warranty, features of the car, e.g. Bluetooth setup, vehicle personalization)
Follow Up (Check up on customers, 1 week, 1 month, 3 months, 6 months, etc., make sure they're happy, ask for referrals; offer referral bonuses!)
There are transition tricks too, if you talk like a salesman you're going to get conditioned responses. Don't say things like "Can I help you with anything?", you'll end up hearing;
"No thanks, I'm just looking..."
Think up some lines to use to combat conditioned responses, when someone says "No thanks, I'm just looking.." say something like, "Are you looking for yourself or someone else?" See how there's only two answers to that question? Open ended quesitons have their place, like during the interview, but stay away from them upon first meeting someone. Control, control, control....
Oh, and stay off of trade value until the customer has picked out a vehicle, don't give people numbers to go shop around with, find them the vehicle they want, THEN start working numbers... if you can get people on payments, and off of price, you're golden....
I know a lot of this info is jumbled, but bear with me.... lol
You have two ears, two eyes, and one mouth, and you should use them in those proportions. 80% listening and looking, 20% talking.
Summarize what the customer is telling you! For example, when a customer goes on about his 100 mile commute everyday and about going to soccer practice, say something like;
"Ok Mr. XYZ, so what it sounds like you're telling me is that you need lots of room, and something great on fuel, is that correct?"
On that note as well, if a customer asks you for a Blue car with cruise control, show them a Blue car with cruise control and shut up about it! don't go on about the 4x4 features, or fog lamps, or rain sensing windshield. The more you talk the more you can talk yourself out of a sale!
